Practice Development

October 09, 2017

The Summit is all about reinventing your practice. Reinventing your processes. Reinventing your mindset. That’s A LOT of change, which isn’t easy. Especially when you’re changing the practice you’ve built from the ground up. But remember, nothing ever got better by staying the same. You may have brushed off all mentions of The Summit because changing your practice doesn’t seem doable, at least, not in the near future.

That’s where I want to stop you. I want to take you back to the days of kindergarten where the cheesy “Believe in yourself!” posters were plastered around the classroom. Or your final swim meet, senior year of high school, when your parents yelled from the stands, “You can do it!” Those phrases are still relevant today; it’s the situation that’s different. Bottom line, whatever mountain stands in front of you, you can conquer it. You can transform your practice into the law firm of your dreams. Here’s a few tips on how to reach your summit:

Timing is everything. Just like any hiking exploration, you need to start early. No serious hiker is going to roll out of bed at 1pm and decide to climb a mountain. This kind of exploration takes preparation and planning. That’s why IMS is offering The Summit. The Summit is your starting point.

Bring the essentials. So, what will you bring on your climb? IMS recommends a team member. A team member is best at lifting you up when you feel like quitting. Support is the tool we need most, but often forget to ask for.

Think ahead. What’s the weather going to be like? What about the altitude change? Any hiker needs to push through the winds and the storm to reach their final destination. If they don’t? They’ll tumble down the mountain and start from square one again. Let’s face it, the climb is tough enough without having to start over. Don’t get us wrong, the incline is brutal. You’ll probably trip up the mountain, but that’s no reason to stop.

Extra advice:

Beware! Oftentimes, you’ll reach one summit only to realize it’s a false summit. You’ll know when you finally reach the peak of your mountain. Don’t allow someone or something to blur your vision of the top.

Pace yourself. This isn’t a race; it’s a climb. No one is at the summit with a stopwatch. Transforming your practice is a big deal and you don’t want the urge to move too fast to be the obstacle that trips you up.

The Summit is a lot to digest. You may not see it right away, but the challenges and obstacles of your climb are worth it. Nothing can compare to the moment you take your final step onto the summit. The view will be breathtaking.

October 06, 2017

2017 has been the year of opportunity! In May, I traveled to the Equine Experiential Learning C2 Certification Course in Sonoma County, California. The beautiful countryside and exquisite facilities provided the perfect backdrop for learning. I enjoyed collaborating with a phenomenal group of professionals, each from a unique business background. In July, I set out for Warwick, NY to complete the third leg of my E3A certification. Once again, I found myself surrounded by fantastic people and a facility dedicated to enhancing the lives of its visitors and guests. This year’s E3A training was an eye opening experience that shed a new light on my knowledge of horses and what they offer.

Since returning from New York, I am happy to announce I am officially E3A Certified!

The opportunity to work with Jennifer Goddard and Integrity Marketing Solutions as an E3A Certified Facilitator is extraordinary. Growing up around horses my entire life and have spent a great deal of time working in the equestrian industry as a hobbyist, student and professional trainer. With a completed Bachelor’s of Science degree in Equestrian Administration from William Woods University, I’m ready to meld the past with the future! My education combined with Jennifer Goddard’s skill brings the promising beginning of equine experiential learning incorporated with law firm practice development and strategic planning.

With The Summit in Colorado Springs fast approaching, IMS clients will have the opportunity to discover what the Legacy Ranch has to offer, and just how eye opening our equine activities can be. Our Horse Work is designed to help you find the outcome you need to recognize your goals (even the ones you didn’t know you had!), develop a plan to achieve them, and then meet them.

I’ve seen what a horse can do to an individual. They see no color, creed or status. They act as a mirror to your body language, thoughts and attitude. Throughout my years of training and riding, I’ve seen horses turn callous men into softies, change tired and worn adults into younger version of themselves, and bring courage and tenacity to once self-conscious individuals. I encourage you to attend The Summit 2017 and learn more about our vision for your law firm, and experience effective outcomes of equine learning!

October 05, 2017

“The Summit” isn’t Integrity Marketing’s first rodeo. Our team hosts a conference once a year to help our clients improve their practice. But this time will be different.

In previous years, IMS has invited clients to attend a marketing “boot camp”. This year, we’re inviting clients to a marketing “retreat”. We want you relaxed, refreshed and ready to focus on your firm’s development and digital marketing.

According to a study published in the British Journal of Educational Psychology, “a relaxed learning environment can provide effective retrieval cues, as well as improve learning.”

What’s more refreshing than a mountain getaway? The Summit will allow you to break away from your firm, the daily routine and stresses that come with it. Instead, you’ll slow down, spend time outside, and calm your mind. By putting some physical distance between you and your firm, you’ll gain the clarity you need to concentrate on your marketing strategy.

Don’t get us wrong, there’s still work to do. Hence the name, “The Summit”. Nobody reaches their dreams without some effort, but we want to give you the tools to work smarter, instead of harder to reach your goals. This learning experience should sustain on your heart and mind to integrate and make real change in your practice.

October 03, 2017

If you haven’t heard already, Integrity Marketing Solutions will be attending this week’s WealthCounsel Symposium, the annual education gathering for estate planning and elder law professionals. Be sure to stop by booth #213 for great conversation and a few give-a-ways! Most importantly, join CEO, Jennifer Goddard, for her Lunch and Learn presentation “Making Digital Your #1 Source of New Business!”

Where does most of your business come from? If you can’t say “the internet,” you’re missing out on huge growth opportunities for your firm.

Jennifer’s Lunch and Learn presentation is not one to miss as she’ll be diving into the world of how digital marketing can and should be your greatest ally in the search for new business. The digital marketing industry is growing at a rapid pace, and done right, digital marketing really works. If you claim to be up to date on the latest digital fads but aren’t getting the results you want, you could be the victim of one (or many!) common mistakes.

The key to digital marketing isn’t to work harder, but work smarter. That’s exactly what you can plan to take away from this Lunch and Learn presentation – the strategies to smarter marketing. With first-hand knowledge of how the industry’s most successful firms use digital marketing, Jennifer will prove how your firm can also reap the benefits of digital marketing done right.

There’s a lot more to learn on this important topic. Join us at 12:45 p.m. on Wednesday, October 4th and don’t forget to stop by the IMS booth to say hello to the team! We hope to see you there!

October 02, 2017

There are a lot of legal events happening all over the country throughout the year. How do you choose which ones to attend? There is a buffet of options to choose from depending on topics, location, activities and content.

At the end of the day, choosing the events to attend need reflect largely on what you can take away from that event and bring back for the benefit of your practice.

Some programs might offer a social media calendar, canned strategy or even a financial plan. At Integrity Marketing Solutions, we believe anything worth your while will take more than a single 60-minute session. A unique marketing strategy with an action plan takes careful preparation. Sure, you might leave that conference with a worksheet and a few notes jotted down. But is that really what you want? A single piece of printer paper you’ll revisit once before finding its home in the office trashcan?

At The Summit, you’ll take away more than a few loose papers and a view of the mountain (although, we won’t deny the scenery is breathtaking!). The work you’ll accomplish at The Summit involves learning more about yourself, getting in touch with your bigger dreams, and mastering the strategies to make those dreams reality. We challenge you to do something remarkable. Sure, it may sound cheesy, but were you really that anxious to learn one more way to keep the ho-hum humming along?

Here’s what you can expect to take away from The Summit: an experience designed to be retained and applied through authentic learning. Learning by doing provides the opportunity to see what in the experience was successful and what areas need improvement. The following reflection time is where action plans are made based on judgement, feeling and skill. This type of learning isn’t available in a lecture format conference due to what educational psychologists call the Forgetting Curve. You can learn more about the Forgetting Curve here.

So, you can sign up for another typical conference that will teach you the same marketing tactics from the 90’s, in a cold auditorium under florescent lights. Or, you can come to The Summit, a fresh, innovative and different legal event you won’t forget.

September 28, 2017

The short answer is yes! If you’ve already signed up for The Summit, we know you’re ready to build your break out practice! (If you haven’t registered yet, what are you waiting for?!) But how do you expect to break out without help from your team? Here are the top reasons to bring at least one member of your team to The Summit:

Education – The Summit was created to help your firm understand what challenges stand in the way of success and the best practices for moving forward. Change will be inspired, but your entire team may not be on board right away. If you’re serious about change, consider bringing a key team member to The Summit. The more team members that understand why changes are being made, the smoother your transition will be.

Execute – Great plans and ideas are destined to develop at The Summit, but oftentimes we see these plans fall flat upon attorneys returning to their office. Distractions are bound to steal your attention and chaos ensues before any change can take place. It’s best to bring a team member you trust to help implement strategies in the firm after attending The Summit.

Experience – We’ve got a lot of great activities, discussions and speakers lined up for The Summit. Share the wealth with a team member and allow space for a better understanding of your firm’s needs. Of course, there is plenty of opportunities to network and meet new people, but nothing can beat an adventure alongside those you work with everyday.

September 15, 2017

Digital marketing is key in running a successful law practice. But, are you getting the results you desire? Here are some common reasons why your marketing isn’t working.

You’re not doing it! – In order to see results, you have to put in effort. There will be no return if there is no investment. Making a commitment to your firm’s marketing is the first step.

You’re not doing enough. – While having an effective and appealing website is a marketing staple, it simply is not enough. What good is that website if no one is visiting it? It’s essential to promote your brand using other marketing tools such as social media, blogging or search engine optimization. Marketing your firm means more than just maintaining a website.

You have limiting beliefs. – “I don’t have time to market my practice.” This thought is holding you back. Marketing is essential to the success of your practice, so it is essential to find time for your marketing efforts. But how? Set priorities. Delegate tasks. Know the difference between tasks that must be done immediately and the things that can wait. Can your marketing wait?

You’re not reaching your target audience. – Put yourself in your ideal client’s shoes. Where does this person get their information? Do they consult Google before making their decisions? Employ search engine optimization tactics to make sure your name pops up. Do they need the affirmation of positive reviews from their peers? Solicit online reviews from your satisfied clients. Make sure you can be found when your services are sought out!

August 21, 2017

What? There is no such thing as an always available, on-demand Client Intake Process. And, even if there were, why would I want one? Besides ...

Our clients would never use an automated process;

Automation will only commoditize our services; and

I already have perfected my intake process and it is as good as it can be.

If this sounds familiar, I would have felt the same way once upon a time.

However, if you are willing to suspend your disbelief, here are some reasons why you may want to consider implementing an Automated Client Intake Process for your own practice.

Your Clients are Already Using Automated Intake Processes

Look, this is the digital age. People are not only comfortable transacting business online, but they expect it. In fact, they expect service providers to have 365/24/7 availability online. With everyone busier than ever these days, folks want to be able to do what they need to do when they have time to do it. Your clients are no different.

Case in Point

I am having a little medical “procedure” done next week. Okay, it is a colonoscopy. While it is not my first time at this rodeo and I know the drill, still it is not in the top 100 of my favorite things list.

That noted, the Patient Intake Process has changed since my last examination five years ago. Gone is the voluminous paper questionnaire. Mid America Surgery Institute has implemented a secure online questionnaire that is truly on-demand. I was able to start the process and stop it at any time.

Consequently, when I needed to break from the rather extensive questionnaire for my own client meetings or to gather medical history information requested, I was able to come right back to where I left off in the questionnaire. As a patient, I appreciated being able to work the Patient Intake Process into my schedule, not being forced to adjust my schedule to accommodate the process.

Automation Will Not Commoditize Your Services

I believe many attorneys believe their compensation should be tied to the actual “work” expended. In other words, harnessing the microchip to automate repetitive, routine aspects of their law practice reduces the actual “work” and time expended in providing legal services and, therefore, attorney compensation should be reduced to reflect such economies of scale and efficiencies.

Having come from the large-firm-billable-hour world myself, this notion is very 20th Century. If you ascribe to this mentality, you already are a dead attorney walking. Your clients want an estate planning or elder law attorney who is high-tech and high touch. Coincidentally, the more high-tech you are with automation, the more time you have to be high-touch when it comes to client problem-solving. After all, that is what your clients pay you to do, right? By the way, in the end clients will compensate you for the peace of mind you provide them, not for how long it takes you to produce the pile of legal documents implementing that peace of mind.

Automating Your Current Intake Process will Save You Time and Money

With an Automated 365/24/7 Client Intake Process, you can say goodbye to all of the time spent on sending, tracking and receiving client questionnaires before an initial consultation. In addition, if you add an online interactive educational component to the process, then you will boost the success of your engagements by surveying clients on the outcomes they are seeking so you can focus the initial consultation accordingly.

How do I know this works?

Since 1995, my estate planning practice has been the laboratory for all of the products and services developed by Integrity Marketing Solutions, to include the automated Client Intake Process.

On Day Two of The Summit 2017, Jennifer and I will show you how the process works as we define some of the key characteristics of an ideal client intake process that improves efficiency, boosts engagement, and provides a great client experience.

August 18, 2017

If you attend any legal conference, you’ll understand where your practice is and what you need to do to move it forward. You’ll learn the tools, systems and best practices that you can put into place when you return. But The Summit is no run-of-the-mill legal conference. When you attend The Summit, you’ll get more.

So what makes The Summit different?

Experienced leaders – Company President Kyle Krull brings over 30 years of legal experience to the IMS team. CEO Jennifer Goddard started her career with almost 10 years of Journalism experience before moving to the marketing industry. Together they’ve been at the head of IMS for the entirety of its 22 year history, building a national marketing agency that focuses solely on Elder Law and Estate Planning firms. Needless to say, Kyle and Jennifer’s credentials go far beyond what is listed and they are excited to share their wealth of knowledge with the attendees of The Summit.

Close-knit team – Integrity Marketing Solutions prides itself in being a family business. With this tight group, everyone wants to see each other do their best and grow. We extend this feeling to our clients, forming personal ties. During The Summit, you’ll get up close and personal with your IMS marketing team. The better we know our clients, the better we can help you.

Experiential learning – You are coming here to learn after all! At The Summit, you’ll participate in experiential learning (the process of learning through experience, of course!). Learning is more powerful when you’re being taught through authentic, real-world experiences. Here’s what it looks like:

Experience – DO IT! A hands-on learning exercise.

Reflections – Make sense of what happened and compare the experience to previous perceptions.

Conceptualize – Reflection leads to the development of new ideas.

Test – No, you won’t be graded; you’ll apply these skills to the real world.

August 11, 2017

I know your inbox is overflowing with exciting invitations to conferences, workshops and boot camps … all promising to teach or show you the next greatest thing that will “transform your practice.” So why should you spend precious time and money at The Summit?

If you’re satisfied with the way things are now, then you don’t need to attend. Keep doing what you’re doing and you’ll keep getting what you’ve got.

But if you want to do something more – something remarkable – then you’re going to have to do something different.

The Summit is a unique experience event unlike any other in the industry. Here you will be challenged to dream bigger, to do something remarkable with your practice. And, you'll gain the insights and skills to make those dreams reality.

Day One: Legacy Ranch

On our first day together, you will have the opportunity to work with horses in a unique experiential learning session designed to break down barriers in the way you think about yourself, your law firm, your staff and your potential. We're going to trample limiting beliefs and expand your vision of what's possible!

Days Two and Three: Cheyenne Mountain Resort

Two full days of sessions that will prepare you to Take the Summit with a Break-Out law practice! From digital marketing, brand storytelling, client intake automation, and CRM marketing to developing your strategic sales strategy and implementing a client maintenance program – you will see how Break-Out Law Firms use the latest tools and techniques to fulfill their mission and achieve the extraordinary.

NETWORKING OPPORTUNITIES

Dinner & Reception at Legacy Ranch

Enjoy fun and fellowship at the beautiful Legacy Ranch, 40 acres of paradise along Colorado's Front Range. Starting with a brief tour of the Ranch, we'll retire to the courtyard for wine and hors d'oeuvres as we watch the sun set over Pike's Peak. Dinner will be served inside on the main floor of the Ranch house.

Meals at the Mountain View Restaurant

Join your colleagues for breakfast and lunch inside or on the terrace with some of the best mountain views in Colorado. Breakfast and lunch is included with your registration!